During a table talk, it is best to "Break the ICE" before you share about the business. This is important so that the prospect is comfortable to share any problems or ask any questions freely without feeling belittled or overwhelmed by your presence. This step may also help you gauge if your prospect is the arrogant type or the type of person who thinks that he knows everything. Get comfortable with the prospect and let the prospect feel comfortable about sitting there with you. Create conversation and also praise or 'T' -up your prospects. Follow the FORM set of questions as a guideline to help you build rapport with the prospect. Ask questions or share experiences about matters relating to the following :
F - Family
O - Occupation
R - Recreation
M - Money
It is also best that the topics discussed supports and leads to the business that you are going to share.
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